In every game there’s a player that stands out, and out-performs the others on the field.  These strong players are usually the key to winning or loosing, so it’s important to put them in a position to do so.  In marketing you have to decide what are your best tactics, that are your strongest players.  […]

The science of business development has truly got more sophisticated, as buyers also get sophisticated in the way they purchase services and products.  Let’s stop and review that last statement.  I hear it all the time with sales folks, and yes, if you listen to my Link’d AM show you will hear me say it […]

Many times in business we set plans and schedule projects that seem to have never ending deadlines, and the more complex projects have multiple milestones.  Sometimes we look at tasks and try to short cut the route to a result and in most cases that doesn’t work, or even worst we don’t see the results […]

Sit back and think about all the products and services you have purchased over the years, and ask yourself the question – “why did you buy from that person, or company?”  I’m guessing because you felt confident that the product or service would deliver the results you were hoping for, or at least you hoped […]

It’s the Awards Season, so I thought it was relevant to write an article about building a loyal Fan Base.  With all the various marketing tactics being spoken about, including all the articles and videos I’ve posted, one question is always asked of me, who is going to see or listen to the campaigns we […]

The short answer is “Buyer Confidence” in your ability to deliver and execute a product or service.  This is going to sound more like a psychology lesson but we do need to get into the head of the buyer.  In my previous posts, I have talked about the sales cycle, the sales message consistency and […]

A strange headline for a blog, “Race to the Start Line”, but it’s smartest thing a business should do.  Before I explain what I mean by this please indulge me with some observations I have made over the past 30 years in business.  I have sat in many meetings where the topic has been, “We […]